2021-2022 Academic Catalog 
    
    May 03, 2024  
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2021-2022 Academic Catalog [Archived Catalog]

SPTM 427 - Selling Practice I - Game Face Selling in the Business of Sport

Credits: 3
In the Results-Centered Sales Track of the Rawlings Sport Business Management program, this course introduces students to the seven skills to a successful sale, taking them through the relationship-building aspects of the sales cycle. Students learn how to apply the results-centered sales approach to each aspect of the sale from building trust with a customer to anticipating and resolving concerns. Students practice listening, assessing and tailoring, and determining true versus false concerns. Practical applications and case analyses, including analysis of “the lost customer”, will play a large role in student learning. 
Prerequisite: SPTM-426
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